(02:46) Ken Crotts’ perfect daily schedule.
(03:16) The importance of knowing your scripts and dialogues.
(04:35) The goal of the phone calls for real estate agents.
(05:44) How to have fun and make a lot of money working with people that have a need.
(06:09) Ken Crotts’ in-the-door well-thought yet easy script.
(06:40) The important aspect about scripts in phone conversations.
(07:55) What to say when a client is not interested in putting the property on the market yet.
(11:02) A client’s motivation and its significance for agents.
(11:38) Practicing overcoming objections and its results.
(13:16) The benefits of roleplaying with professionals.
(15:50) A little bit about how to convert phone calls into appointments.
(16:45) Where Campbell Haigh’s spends most of his day.
(17:05) An example of how to organize your high lead-flow that comes in.
(17:41) How to make sure leads don’t go to waste.
(18:23) Using GetRileyNow to help avoid lead spoilage.
(19:19) What Switchboard does with leads and agent rotation.
(20:25) CINC drip text and email campaigns plus expired listings.
(22:21) Why LeadsLikeCandy.com convert differently than a typical lead.
(23:50) How to get Club Wealth’s drip text and email campaigns in your CINC.
(24:33) What experienced agents are doing today with home-value leads.
(28:40) A clever way to use CINC when sitting in clients interested in selling.
(29:40) Asking an open question Vs. a closing question.
(32:52) The power of your body language while you’re on the phone.
(33:53) The Law of Attraction as a resource in your real estate career.
(34:14) A cheap and easy alternative to a stand-up desk.
(35:33) The attitude of going into lead generating as an opportunity instead of a requirement.
(37:21) Platforms to get clients’ emails for expired and canceled listings.
(39:42) How to focus on professionally calling rather than doing back-end tech work.
(41:01) The best conversion scripts to set an appointment when a buyer calls on a sign.
(43:04) Why the first face-to-face should be considered your try-out for the position of being their real estate agent.
(44:04) When to talk about financing with a client.
(44:26) One of the biggest hurdles people have with converting.
(45:48) How to properly introduce the clients to lenders.
(47:40) Thoughts on using Mojo Dialer.
(49:06) The two different types of dialers.
(51:39) How to pace your calls to clients.
(53:20) What to look for when connecting with people over the phone.
(54:45) The top objections agents are getting on their listing appointment setting and how to resolve them.
(1:00:54) Learning how to be a top notch agent at Listing Agent Boot Camp.
(1:02:42) Last final thoughts.
Inspirational Quotes Mentioned
You’re working with people that have a need.
Logic doesn’t sell, emotion sell.
We have everything they need to get to where they want to go.
They want to breathe the sigh of relief that they’ve actually now found the person who can get them to where they want to go. Just be that person.
They’re just looking to connect with somebody that they can trust (…) They want to have confidence in you and your abilities.
We don’t ever make excuses about how we build our business.
Either you make it happen or you make excuses.
I just keep calling until something good happens.
I do not let leads go to waste.
The person who asks the questions control the conversation.
I just don’t ever let the first “No” shut me down.
Time is your most valuable asset.
I am a commodity until I prove I’m a value add.
When you talk to somebody, be human.
It’s all about them, it’s not about you.
Everybody you talk to is hoping you are the one that’ll get them where they want to go.
The five people who you hang around the most, you’re going to earn an average of their income.
About Our Guests
Ken Crotts has been in real estate for 30 years and has made most of his living pursuing expired listings in the Seattle Metro area. Whether it’s providing critical access to the very best in technology, current market data and/or new marketing capabilities, Ken ensures that his client’s are educated and provided with the critical insights that meet their specific requirements.